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The Follow-Up Email Is Not a Sales Strategy
A lot of deals die quietly in the follow-up stage. The meeting seemed good. The buyer sounded interested. The seller sends a recap email with next steps. Then the seller
May 28, 2026
A lot of deals die quietly in the follow-up stage. The meeting seemed good. The buyer sounded interested. The seller sends a recap email with next steps. Then the seller
Many sales problems are not caused by lack of effort. They are caused by misplaced effort. One of the clearest examples is the seller who talks too much. They explain
A full pipeline can be comforting. It can also be misleading. I’ve worked with sales teams that had plenty of opportunities on paper but not enough real deals in motion.
Most sellers think discounting happens when procurement asks for a better price. I see it differently. In many deals, discounting starts much earlier — when the seller fails to establish